Latest ideas, apps & how to guides

When I worked full time in radio one of the difficulties our station faced was really nailing our music selection. We had strong parameters set for how to choose songs, what we would and wouldn’t play, but, apart from sporadic phone calls or social media comments, it...

The largest not-for-profits and charities in Australia know that if you add a donor’s name to a database, it will add income. They understand the concept of name acquisition as a science. These charities calculate the cost of acquisition of a name. And, because they...

I’ve found often that people whom others would describe as good sales people are usually not that, or at least not the right personality fit for the job in the long term. There’s a great tool called Clifton StrengthsFinder (formerly Gallup), which I’ve used many times...

In a previous article in the Getting Started With Radio Sales Series, we talked about the elements of a great telephone sales script. Today as a follow on we’re going to talk through how to get a list of phone numbers and about some of the responsibilities you have as...

The first three months of sales are the hardest. You’re trying to create momentum and at first it can feel slow going. In this update we want to give you some hints about how to make the first three months as effective as possible. Start with what you’ve got If the...

In this update, we’re giving you a phone sales script template to help you get started with sales. Before we get into the script let me say that when it comes to phone sales, the most important thing is to not come across like a `salesperson`. You don’t want to sound...